How To Create A Remarkable Customer Experience (CX)

Customers today expect more than a competitive price and a great product. What they remember is how you made them feel — that’s the customer experience.

21
April 2023
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CX

Customer experience can make or break a business. That’s because the experience you provide to customers ultimately decides how they feel about doing business with you.

Never mind that you offer a great product or service at an attractive price, when customer experience is wrong, nothing else will seem right.

Think of a time when you’ve had a great experience in a restaurant compared with a not so great one. Which restaurant would you go back to, or recommend to friends and family?

What is CX?

CX (Customer Experience) is the feeling that a customer walks away with after any interaction with your brand, product, or service. It covers every touchpoint that a person has with your business, from their initial awareness to making a purchase. A positive CX increases customer loyalty, advocacy, and repeat business, whereas a negative CX results in customer churn, negative reviews, and a damaged reputation. 

Negative perceptions of your business drive people away to a competitor in search of a better experience. This means companies can no longer compete on price and product alone. CX is a way to differentiate your business from competitors. For that reason, many companies focus on improving their CX by mapping out existing processes and identifying and implementing ways to streamline and improve them. 

“I like that CX is a viable system I can apply to help develop a strategy for increasing our effectiveness in inspiring, integrating, and retaining newcomers to our church. In particular, unchurched people. I found the CX mapping system incredibly insightful and intuitive in teasing out some of the blind spots.” — Pastor Noel, Chilliwack Alliance Church, Chilliwack 

(after going through our CX Workshop at Khula)

CX has moved to the forefront of many businesses. Large enterprises even create roles for CX champions and CXOs (Customer Experience Officers). These advocates monitor and continuously improve customer engagement, customer journeys, and the customer experience online and offline.

Why is CX important?

CX drives differentiation. This is particularly important in competitive markets where it’s hard to stand out from competitors. Here are some of the main reasons why CX is important:

  • Customer retention and loyalty: A positive CX increases customer satisfaction and loyalty, leading to repeat business and a higher customer lifetime value. In contrast, a negative CX can result in customer churn and lost revenue.
  • Brand reputation: A remarkable CX enhances a brand's reputation, leading to positive word-of-mouth recommendations. Negative CX has the opposite effect – negative reviews and damage to a brand's reputation.
  • Competitive advantage: Engineering a remarkable CX gives a company a competitive advantage, differentiating it in the marketplace. 
  • Customer insights: CX data and customer feedback help businesses understand their customer’s needs, preferences, and behaviours. This helps a company to improve its products and services, and align its marketing and sales efforts to meet customer needs.
  • Cost savings: Providing a positive CX helps to reduce the costs associated with customer complaints, returns, and support, and increase operational efficiency. It can motivate employees and drive a higher return on investment for shareholders.

6 emotional drivers for CX excellence

The key to delivering CX excellence is to build emotional bonds between customers and your company, creating deeper relationships. Here are 6 emotional drivers to make that happen:

  1. Build trust: People want to do business with companies they can trust. It’s that simple. Becoming a trustworthy brand in the eyes of your customers makes you reliable. This creates loyalty.
  1. Speak to individuals: Whether you’re B2B, B2C or D2C, people do business with people. That’s why it’s important to treat customers as individuals — getting to know their needs and pain points as people.
  1. Make it easy: If it’s easy and effortless to do business with you, customers are more likely to buy from you, and give you repeat business. 
  1. Walk in their shoes: Understanding and empathising with customers lets them know you understand their problems. You become a trusted guide that helps solve a key problem.
  1. Deliver on your promise: Whatever your promise to customers, make sure you deliver on it by managing, meeting, and exceeding their expectations — going above and beyond. 
  1. Put things right: From time to time something will go wrong. The important thing is to put it right quickly, making the customer a priority. 

Doing all of these things well creates a real bond with customers, and that’s what keeps them coming back. Customers do business with companies they trust, and to earn their trust you need to understand your customers, and walk in their shoes. 

How CX works

“It was so nice to have someone objectively break down each step of my client interactions and help me improve all aspects of my communication and service! It’s so easy to keep doing something because that’s how you’ve always done it, but there are so many benefits to continuing tweaking and improving the customer experience. I would highly recommend this to any business owner!” — Jete, Founder, Urban Fig Photography

(after going through our CX Workshop at Khula)

To be successful, CX has to be a top-down initiative. The founder, CEO, or management team needs to filter it down to the rest of the company — employees and other stakeholders. That’s because staff involvement helps everyone understand their role in creating a remarkable customer experience. It also helps moderate over-promising and under-delivering.

Happy staff — who understand their role in consistently delivering a remarkable customer experience — in turn create happy customers.  This creates opportunities for upselling and cross-selling, and increased spending. In fact, research by Deloitte shows customer spending increases 140% after a positive experience. Here’s how to make it happen:

Step 1: Create buyer personas

How well do you know your customers? Knowing who your customers are makes it much easier to direct your marketing and CX efforts. From your website copy to social media captions, remarkable CX relies on understanding your customer's pain points. Mapping out detailed buyer personas makes this possible. Without buyer personas, any marketing effort will simply be a ‘best guess’ with limited success. 

Step 2: Map the customer journey

The next step is to map out the existing customer journey. This could be across the entire company — each and every touchpoint — or a particular part of the business, such as a department or a stage of the journey. Customer journey mapping sets out what the journey’s like today and how the customer feels at each stage. It then looks at what can be done to improve the experience — the opportunities for making the CX better.  

Step 3: Close the gaps and create an action to-do list

These opportunities become a to-do list of actions that help close the gaps and create a remarkable CX. If your customer journey has never been mapped out before — or not been explored for a while —  adding delightful ‘wow’ moments for your customers helps create a memorable and positive experience that they’ll share with others. 

How a CX workshop can help your business

“One of the most significant areas was looking at our processes and the experience that customers have going through those from a perspective of the outcome, but also how, when, and who delivers each step in the process. This gave me a lot of clarity in how we can improve our processes to support our clients and improve customer experience.” Toby Trimble, Founder and CEO, Trimble Group

(after going through our CX Workshop at Khula)

Some companies have never given much thought to CX, and they might not have a firm grasp on their customer journey. Others might not even be aware of the process customers have to follow. In some cases, businesses know there’s something they could be doing better to improve their CX — maybe after negative feedback from a customer — they’re just not sure how to fix it. 

For most businesses, a CX workshop is a great way to get to grips with CX, take a deep dive, and properly understand how to make it better. Khula Design Studio founder — Jamie Windell — provides both in-person and online CX workshops tailored to your specific business model and business needs. 

Let’s get mapping

Simply choose a slot and book online today. Book a CX workshop 

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